Marketing Faculty Key Publications

Department of Marketing, Ivy College of Business

1. Hui Feng, “When Do Marketing Ideation Crowdsourcing Contests Create Shareholder Value? The Effect of Contest Design and Marketing Resource Factors” (with Cao Zixia and Michael Wiles), Journal of Marketing, forthcoming.
2. Andrew Crecelius, “Multichannel discount spillover in B2B markets” (with Justin Lawrence, Robert Palmatier, and Jonathan Zhang), Journal of the Academy of Marketing Science, forthcoming.
3. Huifang Mao, “Brand Extension Failure and Parent Brand Penalty: The Role of Implicit Theories” (with Shailendra Pratap Jain, Pragya Mathur, Mathew Isaac, and Durairaj Maheswaran), Journal of Consumer Psychology, forthcoming.
4. Taegyu Hur, “A Direct Utility Model for Access Costs and Economies of Scope” (with Dong Soo Kim, Sanghak Lee, Jaehwan Kim, and Greg M. Allenby), Management Science,
5. Ju-Yeon Lee, “Effect of Customer Growth Strategies on Acquisition Performance: Insights from Business-to-Government Markets” (with Shuai Yan and Brett W. Josephson), Journal of the Academy of Marketing Science, forthcoming.
6. Huifang Mao, “Virtual Fitting Room Effect: Moderating Role of Body Mass Index,” (with Shuai Yang, Guiyang Xiong, and Minghua Ma), Journal of Marketing Research, forthcoming.
7. Sridhar N. Ramaswami, “Should a Firm Bring a Supplier into the Boardroom?” (with Saurabh Ambulkar, S. Arunachalam, and Raghu Bommaraju), 2023, Production and Operations Management, 32, 28-44.
8. Stephen K. Kim, “Terminating Franchisees: Does It Improve Franchisor Performance?”, (with Sungwook Min), 2023, Journal of Management, 49 (5), 1503-1532
9. Minzhe Xu, “I Will Get a Reward, Too: When Disclosing the Referrer-Reward Increases Referring,” (with Zhihao Yu and Yanping Tu), 2023, Journal of Marketing Research, 60 (2), 355–70.
10. Raj Agnihotri, “Drivers and Performance Implications of Frontline Employees’ Social Capital Development and Maintenance: The Role of Online Social Networks,” (with Sudha Mani, Nawar Chaker, Patricia Daugherty, and Prabakar Kothandaraman), 2022, Decision Sciences, 53 (1), 181-215.
11. Taegyu Hur, “A Choice Model of Utility Maximization and Regret Minimization” (with Greg M. Allenby), 2022, Journal of Marketing Research, 59 (6):1235-1251.
12. Raj Agnihotri, “Digital Selling: Organizational and Managerial Influences for Frontline Readiness and Effectiveness,” (with Ryan Mullins), 2022, Journal of the Academy of Marketing Science, 50, 800–821.
13. Minzhe Xu, “Linking Thought and Behavior: Evidence for Process – Mode of Expression Congruence Effects,” (with Luke Nowlan, Benjamin Borenstein, Carter Morgan, and Chris Janiszewski), 2022, Journal of Consumer Psychology, 32 (1), 87–96.
14. Ju-Yeon Lee, “Sharing Economy: International Marketing Strategies,” (with Irina V. Kozlenkova, Diandian Xiang, and Robert W. Palmatier), 2021, Journal of International Business Studies, 52 (8), 1445-73.
15. Andrew Crecelius, “Salesperson Dual Agency in Price Negotiations” (with Justin M. Lawrence, Lisa K. Scheer, and Son K. Lam), 2021, Journal of Marketing, 85 (2):89-109.
16. Samantha N. N. Cross, “Together We Rise: How Social Movements Succeed” (with Gia Nardini, Tracy Rank-Christman, Melissa G. Bublitz, and Laura A. Peracchio), 2021, Journal of Consumer Psychology, 31(1), 112-145.
17. Stephen K. Kim, “From Franchisee Experience to Customer Experience: Their Effects on Market Performance” (with Pushpinder Gill), 2021, Journal of the Academy of Marketing Science, 49 (6), 1175-1200.
18. Ashley Goreczny, “Marketplace Literacy as a Pathway to a Better World: Evidence from Field Experiments in Low-Access Subsistence Marketplaces” (with Madhubalan Viswanathan and Nita Umashankar), 2021, Journal of Marketing, 85(3), 113-129.
19. Ju-Yeon Lee, “Improving Cancer Outreach Effectiveness through Targeting and Economic Assessments: Insights from a Randomized Field Experiment” (with Yixing Chen, Shrihari Sridhar, Vikas Mittal, Katharine McCallister, and Amit G. Singal), 2020, Journal of Marketing, 84 (3), 1-27.
20. Hui Feng, “The Impact of Unprofitable Customer Management Strategies on Shareholder Value,” (with Neil A. Morgan and Lopo L. Rego), 2020, Journal of the Academy of Marketing Science, 48(2), 246-249.
21. Andrew Crecelius, “Effects of Channel Members’ Customer-Centric Structures on Supplier Performance” (with Justin M. Lawrence, Ju-Yeon Lee, Son K. Lam, and Lisa K. Scheer), 2019, Journal of the Academy of Marketing Science, 47 (1):56-75.
22. Huifang Mao, “Good Guys Can Finish First: How Brand Reputation Affects Extension Evaluations” (Zachary Johnson, Sarah Lefebvre, and Jaishankar Ganesh), 2019, Journal of Consumer Psychology, 29 (4), 565-583.
23. Ju-Yeon Lee, “Uncle Sam Rising: Performance Implications of Business-to-Government Relationships” (Brett W. Josephson, Babu John Mariadoss, and Jean L. Johnson), 2019, Journal of Marketing, 83 (1), 51-72.
24. Andrew Crecelius, “Multichannel Strategies for Managing the Profitability of Business-to-Business Customers” (with Justin M. Lawrence, Son K. Lam, and Lisa K. Scheer), 2019, Journal of Marketing Research, 56 (3):479-497.
25. Andrew Crecelius, “When it pays to have a friend on the inside: contingent effects of buyer advocacy on B2B suppliers” (with Justin M. Lawrence, Son K. Lam, and Lisa K. Scheer), 2019, Journal of the Academy of Marketing Science, 47 (5):837–857.
26. Stephen K. Kim, “From Bricks to an Edifice: Cultivating Strong Inference in Information Systems Research” (with Amrit Tiwana), 2019, Information Systems Research, 30(3), 1029-1036.
27. Hui Feng “Research in Marketing Strategy” (with Neil A. Morgan, Kim A. Whitler, and Simos Chari), 2019, Journal of the Academy of Marketing Science, 47(1), 4-29.
28. Raj Agnihotri, “In Pursuit of an Effective B2B Digital Marketing Strategy in an Emerging Market” (with Valter Afonso Vieira, Marcos Inacio Severo de Almeida, Noga Simoes De Arruda Correa Da Silva, and S. Arunachalam), 2019, Journal of the Academy of Marketing Science, 47 (6), 1085-1108.
29. Huifang Mao, “A Sweet Romance: Divergent Effects of Romantic Stimuli on the Consumption of Sweets” (with Xiaojing Yang, Lei Jia, and Melissa G. Bublitz), 2019, Journal of Consumer Research, 45 (6), 1213-1229.
30. Sekar Raju, “When Good Consumers Turn Bad: Psychological Contract Breach in Committed Brand Relationships” (with Nicole Montgomery, Kalpesh Desai, and H. Rao Unnava), 2018, Journal of Consumer Psychology, 28 (3), 437-449.

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